---
title: Act Now to Grow Your Agency, With Michael Zipursky
description: "Michael Zipursky wrote 'ACT NOW: How successful consultants thrive during chaos and uncertainty.' Today we discuss how to grow a thriving consultancy."
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-38285036.jpg
---
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[Get The Daily](https://thesaleswhisperer.com/daily)
Sep 26, 2020
# Act Now to Grow Your Agency, With Michael Zipursky
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Put your lifestyle at the top to build a consultancy you love
.
---
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Interviewed six experts
- Productized consulting model
- Not a high degree of customization
- Become an expert
- Step away from the product delivery
- Complexity doesn't scale
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLL%2B5NdXiLvgKJS1CHpcyj74rfpYfUFtUAr3zTmux6jv%2BzIR3%2FcVLeNR0%2BhLcvIAHNx9g%2Bl13ImHoFwQ7X8vKou2oNgoJhQIpmn5S6TGrZxjx3SukRn6kdsHurxtJD0Hq6G1Fu179uUM76N0wbr%2BR9QJpTKgG9bbSnOU9bZl95t88uESXwyIIvqNfMRRi%2BvjsqVWHNe2pqjX&webInteractiveContentId=178194433547&portalId=443614)
- Don't place your business at the top
- Put your lifestyle at the top
- Live the life you want
> You're a commodity if you charge by the hour."
- Consulting is growing now
- Companies realize they don't have to all be under one roof
- Find the expert, bring them in, benefit quickly, and grow
- COVID-19 exposed the problems companies had
- Multi-media, multi-step is still vital
- Move away from automation and personalize
- Have a genuine interest in your prospects
- Send an audio message on LinkedIn
- Send video messages with tools like [BombBomb](https://thesaleswhisperer.com/blog/ethan-beute)
- Sell value by understanding the needs of your prospects
- You're a commodity if you charge by the hour
- Diversification of your client base is key
- Get referrals to start
- Create IP to prove your expertise
- Add in direct outreach
- Get clear on your personas and USP
- Continue your marketing and follow-up
- Make your former employer your first customer
- You need to commit to being a business owner
- Get out of your comfort zone
- Do your own marketing in the beginning to learn it
- Get that feedback
- When to have a simple vs. a complex agreement
- Lay out what you do and what you don't do
- How to prevent scope creep!
- Address issues right away
- Be seen as a peer
- It's not an ego thing
- It's not a finger-pointing issue
- It's a service approach
- How to get contract renewals
- Three parts to a review: Past, Present, Future
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Persuade With Integrity To Make Every Sale, Jason Linett](https://thesaleswhisperer.com/blog/jason-linett)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 03, 2019
Sell On Purpose, Persuade Profitably .
[Read more](https://thesaleswhisperer.com/blog/jason-linett)
[](https://thesaleswhisperer.com/blog/alex-vorobieff-business-ideas)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Transform Your Company With These Business Ideas From Alex Vorobieff](https://thesaleswhisperer.com/blog/alex-vorobieff-business-ideas)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 06, 2018
Look at the right numbers the right way to make every sale \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/alex-vorobieff-business-ideas)
[](https://thesaleswhisperer.com/blog/all-american-kid-at-the-air-force-academy)
[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)
## [All-American Kid at The Air Force Academy Learns Leadership](https://thesaleswhisperer.com/blog/all-american-kid-at-the-air-force-academy)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Wes Schaeffer, The Sales Whisperer®, USAFA Graduation 1992
[Read more](https://thesaleswhisperer.com/blog/all-american-kid-at-the-air-force-academy)
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